What is ECO in FMCG industry? How it is Calculated in Excel | FMCG Sales | FMCG Distribution

ECO is a very important concept in FMCG Sales. ECO helps you to understand the market coverage in a given territory. ECO becomes an important performance KPI for a Sales Officer of FMCG company.

This video will provide the coverage funnel to calculate the Effective Coverage Outlets. Terminologies covered - Beat planning, Active outlets, Billed outlets, Unbilled outlets in Sales Force Automation (SFA).

Later in the video, the step-by-step calculation is done in Excel for better understanding.
We have also covered how it is different from the productivity of a Sales Officer/Executive.

0:05 What is ECO?
1:45 Basic Terminology used in FMCG?
3:56 Coverage Funnel (Sales)
5:44 Excel sheet for ECO Calculation

Please comment below to get the Excel sheet sample for ECO Calculations.

#FMCG #FMCGSales #Sales #FMCGDistributor #FMCGDistribution #ECO